We have recently concluded the delivery of the Commercial Academy ‘What to Training’ in the UK with 10 sessions delivered with nearly 200 of our commercial colleagues in attendance. The feedback from the training has been overwhelmingly positive with participants appreciating the mix of businesses; the group exercises and the support from the internal facilitators and trainers.

With any learning, the real value comes when it is put into practice by understanding our markets and targeting the customers that fit CEMEX requirements. By matching our offering, it should mean that our sales force can pick more of the battles they have the best chance of winning. It’s important that our sales force now use their 10 x 10 workbooks to help keep close track of their top 10 priorities and that these are used as part of their weekly 1-2-1s with Managers, this will help prepare them as we move towards the digital model for the sales management process.

Finally, special thanks have to go to the Team of Trainers, led by Kurt Cowdery, who have committed their time to ensure these sessions have been possible. The Team includes Paul Grant and Vicky Elliot, Building Products; Paul Reynolds and Graham Wilson, Aggregates; Trevor Golding, Asphalt;  Richard Cowley, Cement;  Adam Leverett, Readymix & Mortars and Mark Owen and Simon Aitkenhead, National Commercial.